Exam 16: Personal Selling and Sales Promotion

Refer to the scenario below to answer the following question(s). Reliable Tools Company is a manufacturer of hubs and axles for the trailer and heavy truck industry. Although Reliable Tools only has 15 customers, the company is the sole supplier of hub and axle components to those customers. Monthly sales at Reliable Tools are approximately $1 million. "You might say we have all our eggs in one basket," says owner Arthur Deetz. It is critical that a competent sales force be maintained in order to nurture those few but large accounts. Ninety-five percent of Reliable Tools' customers are located in Michigan, Ohio, and Indiana, which means that travel time to all customers is relatively short. However, given the nature of the industry, time spent with each customer is crucial. -How would a customer sales force structure benefit Reliable Tools?

Which of the following is an advantage of using a sales force automation system?

Briefly explain the major sales promotion tools.

All of the following are basic types of compensation plans for salespeople EXCEPT ________.

Training online instead of on-site can cut travel and other training costs, and it takes up less of a salesperson's selling time.

Sales assistants confirm appointments, follow up on deliveries, and answer customers' questions when outside salespeople cannot be reached.

What is the role of a salesperson in a territorial sales force structure?

________ include displays and demonstrations that take place at the point of sale.

Capitalizing on the customer's complaints about the previous detergents she has used, Sheila, a salesperson, explains to the customer why her company's detergent Swish is better and how it can be a one-stop solution for everyday washing. In which of the following steps of the selling process is Sheila?

In a territorial sales force structure, as each salesperson travels within a limited geographic area, travel expenses are relatively small.

Melissa Price is a member of the sales force at Urban Fashions, a Houston-based manufacturer of women's apparel. Melissa is preparing for a first meeting with a wholesaler who is a potential customer. She is learning as much as she can about her prospect and his organization. Melissa is in the ________ step of the personal selling process.

In the customer sales force structure, each salesperson is assigned to an exclusive geographic area and sells the company's full line of products or services to all customers in that territory.

In the ________, separate sales forces are set up for different industries.

Which of the following is the first step in the personal selling process?

Why are more companies using team selling? What are its pros and cons?

Ultra Tech Inc., a company manufacturing gardening tools, has decided to switch to a territorial sales force structure. Which of the following benefits is the company most likely to gain as a result of this decision?

Before calling on a prospect, the salesperson should learn as much as possible about the organization and its buyers. This step is known as ________.

Sales force management refers to hiring and training the sales force.

A(n) ________ shows how much time is spent selling, traveling, waiting, taking breaks, and doing administrative chores by the salesperson.

________ refers to a practice in which salespeople drop in unannounced on various offices.